Here are resources to help you strengthen connections with clients and grow your business. Use our guides, tools and ready-made communications to:
Convey your value proposition quickly and effectively. Create compelling communications that set your practice apart.
Manage client expectations and enhance loyalty.
Establish best practices for more productive client meetings.
Handle tough conversations to keep clients confident and on track.
Educate clients on complex topics using print-friendly, plain-talk materials.
Effectively expressing how you provide value is essential to establishing a foundation of trust and transparency in your client relationships.
Print these PDFs to get started on your value statement.
New clients, particularly those who may not have previously worked with a financial advisor, are especially well served when they understand some of the practical steps they can take to build the foundation for a strong relationship.
By creating a personalized client expectations guide, you can help new clients:
With each new client comes the practical process of investment management and relationship building. A well-conceived, well-managed onboarding meeting will allow you to set expectations and prepare new clients for the initial stages of the wealth management discussion.
Use these onboarding materials to:
Understanding your clients' preferences and communicating with them effectively are essential elements of a lasting relationship. In fact, research1 shows that clients cited poor communications as a leading reason for leaving an advisor.
A client relationship profile can help you:
1 Spectrem Group, in partnership with Vanguard, 2015–2016. The affluent investor: Insights and opportunities for advisors. Valley Forge, Pa.: The Vanguard Group.
Whether the market has been generous or not, always provide clear explanations of what contributed to the performance of the client's portfolio. Complete openness and transparency are key. The same goes for fee discussions. Always provide clear, candid fee disclosure, while helping the client appreciate the services and value that you provide.
Instead of focusing on a purely performance-based discussion, consider placing the emphasis on a wealth management approach that focuses more on cost-efficient investing, sound portfolio construction principles and the value of behavioural coaching.
Ask your client to describe any financial or personal changes that could affect his or her goals, risk tolerance, time horizon, liquidity needs or tax and legal situation.
If you are recommending changes to the client's strategy, allocation or holdings, explain why they are necessary and the potential benefits. When necessary, offer to contact members of your client's professional-advice network who may be affected by your financial planning process or changes you and your client may be making.
Ongoing reviews should be the foundation for reinforcing your client's expectations for effective communications. Ask your client for feedback on how you can improve the review process. The review is also an ideal time to ask a client for recommendations. A simple way to frame your request is to highlight specific services and benefits you already provide to the client and individualize those benefits for the referral.
Acknowledge your appreciation for your client's time and partnership with a brief thank you note. Include a summary of your review and reiterate the action plan that you and your client have agreed to.
Print these PDFs to create your own guide for ongoing reviews.
You can help clients ignore sensational headlines and other market "noise" by serving as an emotional circuit breaker and coaching them on the strengths of a balanced portfolio.
One of the most valuable services you can provide as a financial advisor is behavioural coaching. Effective behavioural coaching means you:
While the first step in developing a meaningful advisory relationship may be to help clients create realistic financial plans, the next step—helping clients stick to those plans when emotions run high—is more challenging.
View these materials to learn more.
Share these materials with your clients.
Vanguard offers a wealth of educational resources for you to share with clients.
Use these resources to help strengthen connections with your clients.
Educate your clients on a wide range of investing topics with the help of our plain talk brochures, articles and questionnaires.
Take your clients' ETF knowledge to the next level. From the very basics to advanced portfolio strategies, our education centre helps demystify the world ETFs.
Share research and materials on the four simple principles we believe are key to your clients' success.
Our convenient tools allow you to compare fund details, analyze cost differences and create investment portfolios using data from Morningstar, Inc.